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Kerry London MD, Speaks on Consolidation and Regional Brookers

Kelliher Insurance Group had revealed days back that it wouldbe pushing to diversify its client base in 2018, by extendingbeyond the City and the South East to regional brokers.

Following the group setting out its strategy for the year,Insurance Business spoke to Kerry London – Kelliher’s wholesalebroking arm – about engaging with regional brokers, and howconsolidation in the market has affected the Lloyd’s broker.

When it comes to reaching out to a wider client base, Kerrywants to establish a reciprocal relationship, Dean Calaz, the firm’sregional managing director said.“We want to understand what their needs are, rather than ustrying to dictate to them,” he said of the relationship between thebusiness and the regional brokers it’s playing for. “We want themto feel that we are here to support them, rather than coming outwith products that they may not have the need or desire for.”

After consulting with regional brokers, the feedback was that theylargely wanted more engagement and a better service from theirwholesale counterparts, Calaz explained.“We have really engaged with them to understand what theywant from their broking team in London,” he noted. “What is itthat they need, want, or have trouble placing? Are there anymarkets they need access to, or any facilities and schemes theyneed to compete with locally that we can try to be morecompetitive with?“Our aim is to be there for the regional brokers when they needus, rather than when we need them. We want to be their team inLondon that they know can help them place tricky risks, or evenproducts that are just a little more niche. Being Lloyd’s brokers,we can go and do that for them.”

In a time of market consolidation, Kerry is one of the few sizeableindependent brokers remaining in the City – but it’s been goodnews for the business, says Calaz.“We see consolidation as an opportunity,” he explained. “Thecompetitor market is shrinking for us, and people are looking foran alternative to the larger consolidated brokers.

That’s wherethey’re coming to Kerry for that independent, traditional advicethat we’ve been giving for over 30 years.”